what is buying facilitation®?

1

BUYING FACLITATION™

What is Buying Facilitation™?

And why should I learn it?

www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew© 2010, Morgen Facilitations Inc.

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CLOSING SALES

Are you closing all the sales you should be closing?

WHY NOT?

© 2010, Morgen Facilitations Inc.www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew

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SALES IS NOT ENOUGH

Sales has a

7%closing rate.


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THE BUYER IS NOT STUPID

Is the buyer stupid?Is your product inappropriate?

Have you created a bad relationship?

NO NO and NO!


5

You are wasting 93% of your time.

What’s the problem?

© 2010, Morgen Facilitations Inc.

THE SALES MODEL IS INEFFICIENT

www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew

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THE SALES MODEL IS INCOMPLETE

It’s not you. It’s the sales model.


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A NEW SKILL SET


BUYING FACILITATION™ SALES

Behind-the-scenes, offline decisions Needs analysis

Decision navigation Solution placement


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GETTING BUY-IN

Buyers must get buy-in from peers, have discussions with other department heads,

manage vendor issues.

It’s private. Sales can’t help.


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BUYING FACILITATION™ IS NOT SALES

How does Buying Facilitation™differ from sales?


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BUYING FACILITATION™ FIRST, THEN SALES

Buying Facilitation™ is based on helping buyers navigate through their issues, largely

unrelated to the problem you can resolve.


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PROBLEMS WITH IGNORING THE BUYING DECISION


Without Buying Facilitation™

With Buying Facilitation™

Protracted sales cycles Close sale in half the time

Difficulty differentiating Trusted Advisor status on first call

Price/time/need objections No objections

Long, unmanageable silences Communication agreements set early

Money/time spent on RFPs, product placement, presenting

Product purchase a natural result of solution design and decision facilitation

Time wasted on inappropriate prospects

Prospects discovered, created, omitted on first call

Leave money on the table Full range of needs discovered quickly


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IT’S NOT ABOUT THE NEED

RULE: Until buyers manage all of their private

behind-the-scenes decision issues that are unique and idiosyncratic, they will do

nothing.


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CHAIN OF EVENTS

BUYING FACILITATION™Step one: Lead discovery: what would excellence look like?

Step two: Have prospect discover all internal factions that maintains status quo.

Step three: Become part of the Buying Decision Team.

Step four: Help buyers recognize the status quo and reorganize around a new solution.

SALESStep five: gather the appropriate data to see how your solution would fit and serve.

Step six: discuss your solution in detail, using the buyer’s buying criteria, and introduced in a way that will teach the buyer how to manage the internal politics.


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THE LONG SALES CYCLE

If you are not using Buying Facilitation™,

buyers take 8x longer to figure out their

internal buying steps.


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SALES WASTES TIME

If you are not using Buying Facilitation™ you are following prospects who won't

close, and ignoring folks who will.


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SALES CREATES OBJECTIONS

If you are not using Buying Facilitation™ buyers can't differentiate you, will have price

objections, not choose you.


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BUYERS MUST DECIDE HOW TO BUY FIRST

It's not a choice: buyers must do this anyway - with you or without you.


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THE LENGTH OF THE SALES CYCLE

The time it take buyers to come up with their own answers is the length of the sales

cycle.


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BUYING FACILITATION™ AND SALES

Would you rather sell?Or have someone buy?

They are two different activities.


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LEARN BUYING FACILITATION™

How to get started learning Buying Facilitation™?

1.Click through our choice model to determine your best route.

2.Look at Dirty Little Secrets to learn more.

3.Sign up for the weekly blog post.


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Would you rather sell? Or have someone buy?

Morgen Facilitations, Inc.411 Brazos St. #220

Austin TX 78701

512-457-0246

[email protected]

www.newsalesparadigm.com

www.sharondrewmorgen.com

www.buyingfacilitation.com

www.dirtylittlesecretsbook.com

Developer of Buying Facilitation™Author of Selling with Integrity

& Dirty Little Secrets

Sharon Drew MorgenSharon Drew Morgen

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